# End-of-Quarter Pipeline Scrub Toolkit

> Everything a manager needs to run one clean, honest pipeline scrub in the final week of the quarter: a pre-scrub checklist, a word-for-word scrub script, and a tracker to run every deal through.

Free toolkit for sales managers. Topic: [Pipeline, Deal Management & Forecasting](https://www.peerlab.ai/library/topic/pipeline-deal-management-forecasting/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/end-of-quarter-pipeline-scrub-toolkit/

## How to use it

Run the pre-scrub checklist 3-5 days before quarter close, work the scrub script one rep at a time (not as a group), force every deal into one of the 4 verdicts with no exceptions, and send the exec summary the same day so leadership sees the real number before quarter-end surprises do.

## What's inside

- The pre-scrub prep checklist (run 3-5 days before quarter close)
- The scrub-meeting opening script
- The per-deal scrub script with hard-stop disqualifying questions
- The 4-verdict decision framework every deal must land in
- The full scrub tracker table, ready to copy into a sheet
- The post-scrub wrap-up script and exec-summary format

## Part 1: Pre-Scrub Checklist (run 3-5 business days before quarter close)

- [ ] Pull every open opportunity with a close date in the current quarter
- [ ] Add every opportunity with no close date but stage ≥ Proposal (these get scrubbed too: they're often quietly slipping)
- [ ] Flag any deal with zero logged activity in the last 14 days
- [ ] Flag any deal that has already slipped its close date once or more this quarter
- [ ] Pre-populate the tracker (Part 3) with deal name, rep, amount, current stage, current close date
- [ ] Block 20-30 minutes per rep on the calendar: do not try to scrub the whole team in one group call
- [ ] Send reps the tracker 24 hours ahead so they show up with answers, not surprises

## Part 2, The Scrub Script

### Opening (say this to each rep before starting deal-by-deal)

> "This isn't a status update, it's a gut check. For every deal we go through, I need one of four verdicts: In, Slip, Kill, or Split. If a deal doesn't clearly earn 'In,' it doesn't stay in this quarter's number just because it's uncomfortable to move it."

### Per-deal script

1. "What's the single piece of evidence that this closes by quarter end: something the prospect said or did, not something we're hoping for?"
2. "Who's the signer, and have they personally confirmed the date?"
3. "Is there anything outstanding on their side: legal, procurement, budget approval, that isn't done?"
4. "If this doesn't close in the next [X] business days, does it become a Slip or a Kill?"
5. "Is there any part of this deal that could close as a smaller scope this quarter, with the rest pushed?" (this surfaces Splits)

### The 4-verdict framework

| Verdict | Definition | What happens next |
|---|---|---|
| **In** | Confirmed signer, confirmed date, nothing outstanding | Stays in the quarter number as-is |
| **Slip** | Real deal, real interest, but a specific blocker means it won't close this quarter | Move close date, note the blocker and new evidence needed |
| **Kill** | No activity, no confirmed next step, or prospect has gone dark | Close-lost or moved to nurture: stop counting it |
| **Split** | Part of the deal can close now at reduced scope; the rest is real but later | Create the smaller in-quarter deal, push the remainder as its own opportunity |

### Hard-stop disqualifying questions (if the rep can't answer these, the deal cannot be "In")

- "What's the exact next step, and does it have a date attached from their side?"
- "When did you last speak to someone other than your champion?"
- "Has anyone on their side used the word 'yes' about anything specific this week?"

## Part 3: Scrub Tracker (copy into a spreadsheet)

| Deal | Rep | Amount | Stage | Original Close Date | Verdict (In/Slip/Kill/Split) | New Close Date | Evidence/Reason | Follow-up Owner | Follow-up Date |
|---|---|---|---|---|---|---|---|---|---|
| | | | | | | | | | |
| | | | | | | | | | |
| | | | | | | | | | |

## Part 4: Post-Scrub Wrap-Up

### Manager closing script (say to the full team or in the recap email)

> "After the scrub, our real in-quarter number is $[X] across [N] deals, which is [coverage ratio] against target. [N] deals moved to Slip, [N] were killed, and [N] split into a smaller in-quarter piece. Here's what each of us owns before [date]."

### Exec-summary format (send up the chain same day)

```markdown
## Quarter-End Pipeline Scrub Summary, [Date]

- Starting forecast: $[X]
- Post-scrub in-quarter number: $[Y]
- Deals moved to Slip: [N] ($[amount])
- Deals Killed: [N] ($[amount])
- Deals Split: [N] (in-quarter piece: $[amount])
- Coverage ratio post-scrub: [ratio]
- Top 3 risks to the number this week: [list]
```